Senior Manager Territory Sales

Role summary

Manages, directs, or supervises staff and implementing sales strategies, policies and tactics for assigned brand offerings within a specific territory. The size of the territory is driven more by the density of existing and potential customers than purely geographic criteria. Responsible for ensuring that the sales, service, growth and margin objectives are met or exceeded. Develops executive level relationships with important accounts in the district to either directly close business and provide service or to support subordinates to achieve their objectives. Determines the optimal account allocation process within the district and recruits, selects, deploys, trains, develops and evaluates sales specialists, sales professionals and sales support staff to service the customer base. Serves as a point of authority for the interpretation of sales policies, the adjustment of standard pricing, the modification of standard terms of trade or service levels, and the negotiation of other sales policy or practice issues within its discretion. Evaluates subordinates in the performance of their roles and makes recommendations relative to sales compensation, promotions, terminations and related matters. Typically requires an experienced sales manager with a detailed knowledge of company customers, products, services and policies. Requires combined sales and sales management experience.

Job summary sourced from the Empsight benchmark job library.